Exercising Influence

1
Exercising Influence in Salary Negotiations
by Applying the research you read
2
Previous research findings cited in Keys Case

• Evening MBA students descriptions of successful
  influence attempts

3
Keys Case Research Study

• Practicing managers descriptions of one
  successful and one unsuccessful influence tactic
  on different types of targets
• Study 1supervisor
• Study 2subordinate
• Study 3peer
• 250 influence tactics

4
Most frequent tactics used to influence
Supervisors

• Presenting a rational explanation
• E.g., Quantitative analysis, documentation w/data
• Telling, arguing or talking w/out support
• E.g., I would like a raise(no reason given)
• Presenting a complete plan
• E.g. Anticipating overcoming counter-arguments
  or potential obstacles to implement plan
• Being persistent
• Used in combination with other tactics

5
Relative success () failure (-) Of tactic
used on supervisors
6
Most frequent tactics used to influence
Subordinates
e.g., Flintstones role play
7
Why are certain tactics successful w/subordinates

• Setting goals etc.
• Identifying for the subordinate what is expected
  of him/her (goal),
• Showing confidence etc (inspirational)
• Increasing confidence in the subordinates
  capability of accomplishing task
• Motivating subordinate by appealing to his/her
  values, ideas, goals

8
Why are certain tactics successful w/subordinates

• Soliciting ideas (Consultation)
• Seeking subordinate participation in planning an
  activity that subordinate will be involved in or
  modifying the activity to deal with subordinate
  concerns/suggestions on how to carry it out

9
Most frequent tactics used to influence Peers
10
Applying Keys Case to Practice

• Research on influence tactics used on
  subordinates, supervisors peers
• Learning Check
• What are the common tactics that are successful
  for all types of targets? Examples?
• Unique tactics to use on subordinates? Examples?
• What are successful vs. unsuccessful tactics on
  supervisors? Examples?